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dc.contributor.authorSardanelli, Domenico
dc.date.accessioned2020-03-16T15:05:58Z
dc.date.available2020-03-16T15:05:58Z
dc.date.issued2019-06-06
dc.identifier.urihttp://elea.unisa.it:8080/xmlui/handle/10556/4244
dc.identifier.urihttp://dx.doi.org/10.14273/unisa-2450
dc.description2017 - 2018it_IT
dc.description.abstractIt is consumers’ perceived power (i.e. sense of power), and not their objective power, that directly triggers psychological and behavioral consequences. Across three experiments, by employing different types of experimental designs and instantiating sense of power in participants through conceptual/mindset priming techniques, I examine how power affects consumers in attitude updating, in evaluating information prior to a decision, and in their consumption tendencies. Specifically, high-power subjects are shown to revise more their attitude after a counterattitudinal task, to have lower levels of predecisional distortion of information concerning two travel destinations, and to be more prone to choose a product to self-assemble. The empirical insights gained through this investigation urge marketers and practitioners to target powerful consumers and market influentials or to directly empowers consumers, in order to facilitate word-of-mouth and referrals, to assess unbiased consumers’ preferences, to push self-production practices, customerization, and, ultimately, to effectively pursue value-based differentiation. [edited by Author]it_IT
dc.language.isoenit_IT
dc.publisherUniversita degli studi di Salernoit_IT
dc.subjectPowerit_IT
dc.subjectConsumer behaviorit_IT
dc.subjectDecision makingit_IT
dc.titleHow sense of power shapes consumers’ evaluative judgements and decisionsit_IT
dc.typeDoctoral Thesisit_IT
dc.subject.miurSECS-P/08 ECONOMIA E GESTIONE DELLE IMPRESEit_IT
dc.contributor.coordinatoreDeStefanis, Sergio Pietroit_IT
dc.description.cicloXXX cicloit_IT
dc.contributor.tutorSiano, Alfonsoit_IT
dc.identifier.DipartimentoScienze Economiche e Statisticheit_IT
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